Unit of competency Outline

Date retreived
23/07/2026 6:12 PM AWST

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Identify sales prospects

Identify sales prospects

Unit of competency
National Code
BSBSLS402A
State Code
D0997
TGA Status
Deleted
DTWD Status
Deleted
Current Release Number
1.00
Current Release Date
05/07/2010
View on TGA
State Implementation and Classification
Approved Date
06/12/2011
Field of Education
080505 - Marketing
Original Release Date
06/12/2011
Nominal Hours
20
Description
This unit describes the performance outcomes, skills and knowledge required to identify of potential sales prospects through application of prospecting methods.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.This unit describes the performance outcomes, skills and knowledge required to identify of potential sales prospects through application of prospecting methods.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Notes
Elements and Performance Criteria
1 Employ prospecting methods
  • 1.1 Identify a range of prospecting methods
  • 1.2 Consider and evaluate the strengths and limitations of primary and secondary prospecting methods
  • 1.3 Select prospecting methods to match the market to which the product is targeted
  • 1.4 Target present, previous and new clients through chosen prospecting methods
2 Qualify prospects
  • 2.1 Research and establish criteria for qualifying leads
  • 2.2 Ensure criteria are established according to buyer accessibility, buyer motives, product affordability, purchase authority, legal compliance and return for the seller
  • 2.3 Ensure the established criteria represent a standard against which the buying potential of individuals and groups is gauged
3 Manage prospect information
  • 3.1 Develop a system to record prospect information
  • 3.2 Implement the system for recording prospect information
  • 3.3 Monitor the system for recording prospect information for effectiveness
  • 3.4 Evaluate the system for recording prospect information
  • 3.5 Refine the system for recording prospect information based on evaluation of system
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Prospecting methods may include:
brokers
cold canvassing
databases
direct mail
internet
intra organisational leads
journals
magazines
media advertising
networking
newspapers
personal observation
public records
referrals
spotters
telemarketing
Products may include:
goods
ideas
services
Clients may include:
consumers
customers
members
patients
members of other business units within an organisation
other work teams within an organisation
person or organisation who receives or has the potential to receive products, services or ideas supplied by the organisation
Buyer motives may include:
browsing
buying for unqualified prospect e.g. dependant
gift
housekeeping
replacement item
self reward
self-gratification
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
demonstration of the use and management of different prospecting methods targeting a present, previous and new client
research and establishment of criteria used in qualifying leads identified through prospecting methods
recording, storage and retrieval of prospect information.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to organisational sales prospect information, databases and records.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
analysis of responses to case studies and scenarios
assessment of criteria developed to qualify sales leads
demonstration of prospecting methods
direct questioning combined with portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
observation of use of prospecting methods
oral or written questioning to assess knowledge of principles of buyer motives
review of research undertaken to establish criteria for qualifying leads
evaluation of the system developed to record prospect information.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
customer service units
other sales units.
Replaces
State Code National Code Title Type
C3632 BSBSLS302A Identify sales prospects Unit of competency
Replaced By
State Code National Code Title Type
D4879 BSBSLS407A Identify and plan sales prospects Unit of competency
D1001 BSBSLS406A Self manage sales performance Unit of competency